Dalrymple's sales management /
Cron, William L.
Dalrymple's sales management / William L. Cron and Thomas E. DeCarlo - Ninth Edition - Hoboken, New Jersey : John Wiley & Son, Inc., c2006 - xx, 543 pages : illustrations ; 27 cm.
Includes index.
1. Introduction to Selling and Sales Management -- 2. Strategy and Sales Program Planning. -- 3. Sales Opportunity Management. -- 4. Account Relationship Management. -- 5. Customer Interaction Management. -- 6. Sales Force Organization. -- 7. Recruiting and Selecting Personnel. -- 8. Sales Training. -- 9. Leadership. -- 10. Ethical Leadership. -- 11.Motivating Salespeople. -- 12 Compensating Salespeople. -- 13 Evaluating Performance.
9789812532732
SALES MANAGEMENT
HF 5438.4 .D35 2006
Dalrymple's sales management / William L. Cron and Thomas E. DeCarlo - Ninth Edition - Hoboken, New Jersey : John Wiley & Son, Inc., c2006 - xx, 543 pages : illustrations ; 27 cm.
Includes index.
1. Introduction to Selling and Sales Management -- 2. Strategy and Sales Program Planning. -- 3. Sales Opportunity Management. -- 4. Account Relationship Management. -- 5. Customer Interaction Management. -- 6. Sales Force Organization. -- 7. Recruiting and Selecting Personnel. -- 8. Sales Training. -- 9. Leadership. -- 10. Ethical Leadership. -- 11.Motivating Salespeople. -- 12 Compensating Salespeople. -- 13 Evaluating Performance.
9789812532732
SALES MANAGEMENT
HF 5438.4 .D35 2006